Anthony Cole Training
OCTOBER 13, 2014
'I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. Based on that equation, the established goal was to write 100 lives. You do the math.
A Sales Guy
OCTOBER 6, 2014
'“No, we’re all set.” “We’re happy with what we have.” “We’re not looking to change at this time.” How often have you heard these words come out of a buyers mouth? Nobody wants to hear these words. They stop sales people in their tracks. Why? Because, for most sales people, if the prospect already has what you’re selling then why “push” them on something.
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ConversionXL
OCTOBER 14, 2014
'When it comes to online imagery, it’s not so much about having images, as it is about making sure those images to give the visitor a sense of texture, size, scale, detail, context & brand. According to MDG Advertising , 67% of online shoppers rated high quality images as being “very important” to their purchase decision, which was slightly more than “product specific information”, “long descriptions”, and “reviews & ratings”: Joann P
Understanding the Sales Force
OCTOBER 20, 2014
'In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" One time, as I was being introduced, an audience member came up to me and said, "Don''t Suck!" We can''t always be rock stars. I apologize if it sounded like I was bragging. I didn''t mean to.
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Score More Sales
OCTOBER 3, 2014
'If you are in sales, take a look at your email inbox now. How many emails do you have? What is your process for dealing with email? I’ll share some ideas, but first, please take this 3 minute survey on how you deal with email. I will post the results AND will be sharing aggregated responses when I talk about sales productivity at Dreamforce on October 14th (9AM at the Marriott Marquis if you are going to Dreamforce) There are no names attached to this survey – so please be honest.
The Sales Hunter
OCTOBER 1, 2014
' 1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
OCTOBER 22, 2014
'There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to; share it with their team, run the numbers, look at another solution, run it past IT, work with H.R., make a recommendation or any other “next step.” ( great video on how to sell the “next step” within a sales cycle).
ConversionXL
OCTOBER 9, 2014
'Knowing where to segment your Google Analytics data can be daunting. Where do you start? And how the Hell are you supposed to know if what you’re looking at is going to make any difference what-so-ever? Trust me, I hear you. I’ve been learning more about gaining real insights from analytics myself, and my head’s been reeling from staring down the infinite possibilities.
Understanding the Sales Force
OCTOBER 9, 2014
'Earlier this week, I spoke to a great audience of sales leaders at the EcSell Institute Fall Sales Coaching Summit in Dallas where my topic was, How to Hire a Great Salesperson that Will be Great. I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, "Yes!" I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons.
Partners in Excellence
OCTOBER 8, 2014
'There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
The Sales Hunter
OCTOBER 2, 2014
' Below is an excerpt from the book I co-authored with Matthew Hudson titled Advisor Selling: The Art of Becoming a Trusted Advisor. It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. One of the biggest problems salespeople have is thinking the only way […].
Anthony Cole Training
OCTOBER 14, 2014
'Ever wonder if your sales people are really listening to you? Do they respond and react. or do they sit politely listening and then continue to do what they’ve always done? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some way for some of them, you must mentor them.
A Sales Guy
OCTOBER 30, 2014
'We’re hiring at A Sales Guy. It’s been a VERY painful process. Finding good people is hard. A Sales Guy has a very unique culture in that we look for and embrace the gritty, cool, nerd who can SELL! And, when I say nerd, I mean nerd, not dork. There are way too many dorks in sales. We’re not interested in the dork or the douchebag.
ConversionXL
OCTOBER 30, 2014
'83% of clients were comfortable providing a referral, yet only 29% of clients actually gave one. That’s was what Advisor Impact found in 2010 when they surveyed more than 1,000 financial service clients to understand how customer satisfaction & loyalty was translating into new client referrals. What’s shocking about the relatively low 29% referral rate is that 93% of the people surveyed said they were somewhat or extremely likely to continue working with their advisor & near
Advertiser: ZoomInfo
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Understanding the Sales Force
OCTOBER 14, 2014
'Image Copyright: deklofenak / 123RF Stock Photo. On the rare occasion that I have the opportunity to golf, it doesn''t matter what I choose for clubs, balls, gloves, tees or clothing. At this point in my life and very short golfing career, just being out with a friend is good enough for me and if we count his strokes, and my lost balls, our final scores might even be competitive!
Partners in Excellence
OCTOBER 31, 2014
'I took my car in to be serviced the other day. The dealership has done a fantastic job in designing a great customer experience. I made my appointment online, it was easy to choose a time that was convenient for me. The day before they sent me a reminder and introduced me to “Dale,” my service advisor. I showed up at the appointed time.
Pointclear
OCTOBER 22, 2014
'What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Why make the distinction? Consider the all American apple pie. Such an iconic dessert, yet, it’s rare that you’ll ever come across two identical family recipes. Sure, most start off with the same standard ingredients: butter, sugar, flour, apples—just to name a few.
Anthony Cole Training
OCTOBER 28, 2014
'I just spent the last five days with my client and good friend, Ric Stoakes, from Lincoln, Nebraska. In addition to being a principle at the UNICO Group, he is an avid traveler and “a nutcase of a Nebraska Football Fan”. If you spent enough time in Lincoln, you would soon discover that “a nutcase of a Nebraska Football Fan” is not a group of one. From Tuesday through Friday, I spent time with him, his sales team and other partners in the firm.
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A Sales Guy
OCTOBER 20, 2014
'I’ve talked frequently on this blog about how product has surpassed sales in driving revenue. As much as sales people don’t want to admit it and as much as many companies don’t want to admit it, the change has occurred and ignoring it won’t change things. There is too much information available to consumers about products and services that deficiencies, lack of features, poor service etc., can not be overcome by even the best sales people in the world.
The Sales Hunter
OCTOBER 31, 2014
'I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Here is the 3rd tip: 3. Determine if you’re dealing with the decision maker. Negotiating with someone other than the decision maker never works. A key part of your […].
Understanding the Sales Force
OCTOBER 27, 2014
'Can you guess what it is - the one thing most salespeople are unable to do? Based on what I often write most about, you might think it would be to consultative selling, but that''s not it. You might also guess that it''s the sales equivalent of eating right - not doing demos and presentations so early in the sales process. That''s not it either. However, there really is one thing that all but the most elite of salespeople are unable to do.
Partners in Excellence
OCTOBER 29, 2014
'I’m fascinated about a lot of the discussion about marketing and sales alignment. Inevitably, the discussion narrows to MQL’s and SQL’s. The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics. Some of the things discussed are, agreement and alignment around the definition of lead quality and lead volume.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Pointclear
OCTOBER 31, 2014
'The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! You’re weak!
Anthony Cole Training
OCTOBER 20, 2014
'I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. During my 30 year professional career, I’ve read a lot of books, met with many keynote speakers and listened to hours of audio recordings.
A Sales Guy
OCTOBER 11, 2014
'Outlook ( n). A View: a pleasant view, a person’s point of view. If you were looking out on the street and saw -20 degree weather, ten feet of snow, and no sun, do you go running out? If a small restaurant is tucked away in a small dark alley in a bad neighborhood, do you go in? If you’re looking out onto a pristine white sandy beach, with beautiful crystal blue water, do you burst out the door in glee?
The Sales Hunter
OCTOBER 18, 2014
'We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest. I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me. Check out this video to see […].
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Engage Selling
OCTOBER 24, 2014
'What are you currently doing to separate yourself from other salespeople? I don’t recommend locking yourself in a room and working through your days without any interaction with your colleagues, but I do recommend taking steps to truly differentiate yourself and stand out from the pack. If you want to be the best, you must […].
Partners in Excellence
OCTOBER 17, 2014
'There’s a huge difference between what our customers go through to buy and what most sales people do in trying to sell those customers. It’s this difference that causes much of the disconnect between customers and sales people. It’s recognizing this difference and engaging customers in their entire buying process that separates great sales people from everyone else.
Pointclear
OCTOBER 16, 2014
'I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over.
Anthony Cole Training
OCTOBER 14, 2014
'Ever wonder if your sales people are really listening to you? Do they respond and react. or do they sit politely listening and then continue to do what they’ve always done? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some ways, you must mentor them.
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